About Us:
Ours is a STORY of a family business created by the Besnier Family in 1933 and is today the world's No. 1 dairy company. We are 85,000 loyal team members working across 100 countries and together we create the #LactalisExperience.
Lactalis Australia's iconic and heritage brands are our PASSION, providing quality and nutritious products for all Australians. We are humble, proud and resilient. We care for our employees, land, farmers and consumers, which is our driving purpose to ensure a responsible and sustainable dairy industry.
We take pride in developing our internal talent and encourage entrepreneurship by bringing together pragmatic and tenacious personalities. Our accountability ensures we have ownership within our roles and with our EXPERTISE and dairy "know how", sets us apart.
Our Opportunity:
Based in Brisbane, Sydney or Melbourne and reporting to the Wholesaler & Distributor Director, you will be responsible for partnering with and driving growth within major wholesaler accounts nationally across our full portfolio of dairy and juice products with a major focus on our specialty cheese lines, as well as responsibility for the national strategy for executing in Lactalis unstructured route accounts.
Your responsibilities will include (but may not be limited to):
Identify opportunities to leverage differentiated Lactalis capabilities to advance Lactalis's position with the customer and drive overall profitability for the customer & Lactalis.
Proactively work with customers in the development and execution of national sales strategies that maximize volume & profitability through monitoring financial results and making strategic recommendations to achieve agreed targets.
Determine unique customer product needs, facilitate product development & approval, negotiate pricing, develop contracts, obtain and communicate forecasted volume requirements, and conduct regular customer business reviews.
Provide advice and guidance in the development of Lactalis and customer joint annual business plans by validating future strategies and identifying key category opportunities. Ensure follow-up of the strategic execution and achievement of agreed to business plan.
Grow current and emerging customers business. Collaborate with customers to identify custom product needs and coordinate with R&D & Operations teams to clearly communicate product goals and objectives. Coordinate internal & external stakeholders to ensure efficient and effective new product development.
Ensure customer day-to-day needs are met by managing and coordinating efforts of all other functional areas (sales service, Operations, Finance, Logistics, Marketing), including the resolution of non-routine customer service issues such as quality and delivery.
The preferred skills to help you be successful in this role are:
Minimum 5 years' experience in FMCG sales/marketing/commercial.
Experience managing and negotiating with national wholesale buying groups (PFD, Bidfood etc).
Advanced Commercial Acumen.
Category Management – principles and levers.
Advanced Negotiation skills.
Competitive environment knowledge – Category & Channel.
Customer focus – Channel & Retailer understanding.
Trade Marketing – Market Activation.
Solid sales experience at regional or national level.
Strong project management and planning competencies.
Advanced Data Analysis & understanding.
To be successful in this role a proven track record of sales in FMCG and previous wholesaler or distributor account management is preferred. Dairy or other food/beverage/ingredients experience and/or tertiary qualifications in Business will be well regarded.
This role is suited to a highly motivated individual who demonstrates excellent communication, relationship building & problem solving skills.
What We Offer:
Attractive Salary + Super + Bonus.
Excellent potential for growth and career advancement opportunities.
Access to our internal Learning platform with ongoing support and opportunities to grow your skills.
Lactalis is a supporter of reducing barriers that exist due to traditional working practices and therefore flexible work arrangements will be considered for this role.
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